How to Win in Your Most Strategic Categories (Part I)

Strategic Patterning When I was VP of Brand Planning at Limited Brands, one of my team’s core responsibilities was to help with the merchandising strategies for several key business units. The main thrust was to develop plans and inculcate disciplines

Posted in Growth, Marketing, Merchandising

Dig Out of the Promotion Trap

Fall Into the Trap Promotions offering discounted prices have always been a prominent feature of U.S. retail, but they’ve become significantly more so since the recession melted away demand and technology reduced to near-zero the cost of targeted communications. An

Posted in Marketing, Promotion Strategy

It’s Time For Strategic Merchandising

A former boss of mine used to say, “This strategy works…until it doesn’t.”  His specific point was that all merchandising strategies eventually fail.  Hopefully, your CEO or GMM can anticipate that moment and create a new strategy, but even if

Posted in Growth, Merchandising